Area Sales Director, Okta
Enterprise
$360-540k
OTE
On Target Compensation (OTE) range applies to candidates located in San Francisco Bay Area
More information about location
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
$360-540k
OTE
On Target Compensation (OTE) range applies to candidates located in San Francisco Bay Area
More information about location
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 10+ years’ experience building and running Enterprise sales teams in the software industry
- 3+ years’ experience as a front-line sales leader
- This role must sit in the Northeast region
- Deep understanding of SaaS / Cloud Go-To-Market and the required roles for effective customer engagement
- Relevant software industry experience in any of the following: IT systems, cloud enterprise or infrastructure management, application development and management, security, business applications and/or analytics
- History of consistently meeting/exceeding targets and objectives personally and as a leader
- Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization
- Mastery of consultative/solution selling methodologies like MEDDPICC, Challenger, Solution Selling, and Sandler
- Technical aptitude and are experienced selling into CEOs, CFOs, CIOs, CTOs and Lines of Business
What the job involves
- Okta’s Enterprise Sales Team manages the sales process for medium-large sized customers. The team organizes and conducts sales presentations, site visits and product demonstrations to prospects and represents Okta in a consistent, effective and professional manner to best develop and win new clients and current customers
- The Area Sales Director, Enterprise Sales is responsible for the development and business results of a team of quota-carrying Account Executives in their region
- The right Sales Leader for this position should have the ability to increase the productivity of account executives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly empowered, constructive sales culture. We’re looking for a strong leader to take it to the next level
- Attract, recruit, hire, and mentor the Enterprise Account Executive sales team
- Create an open, inclusive team oriented environment, building a results-driven culture of accountability and transparency
- Lead by example, set expectations, follow through effectively and provide coaching and mentorship as needed and ensure that managers do the same for their team
- Be accountable for consistently delivering and overachieving against targets – ensuring Okta’s goals, and objectives are achieved consistently and sustainably
- Analyze data and dynamics to maximize existing successes and to create new sales growth opportunities
- Accurately forecast monthly, quarterly, and annual targets for assigned regions; establish and manage data and supporting metrics (pipeline coverage, ASP, etc.)
- Effectively develop, design, build, and execute all aspects of the Enterprise Business plan to predictably and consistently generate short-term results while holding a long-term perspective of overall results
- Put into place sales force structure, process strategies, and strategic resource plans that will capture key opportunities in target markets, Enterprise accounts/prospects, partners or industry verticals throughout the Region
- Own the pipeline generation strategy and with internal stakeholders to execute against the strategy
- Maintain market intelligence and develop strategies to maintain Okta’s leadership position
- Exhibit a growth mindset with the ability to outline the long term vision and strategy
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. They aim to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company HQ
The East Cut, San Francisco, CA
Leadership
Todd McKinnon
(CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
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